Director, Platform Sales & ISV Partnerships

Affirm; Seattle (WA); Remote; USD 328,000 - 448,000; Full time

Benefits offered by this job

Health coverage

Tech stipends

Time off to recharge

ESPP

Job summary

Affir is seeking a Director of Sales to lead four Account Executives focused on signing platform partnerships, including ISVs and SaaS providers, that expand Affir’s reach with SMB merchants. Reporting to the Senior Director, ISV Partnerships, you will shape our high-velocity sales motion, build executive relationships, lead complex opportunities, and translate strategy into measurable results.

This role demands a proven record of exceeding revenue goals, deep experience selling to

Qualifications

• 10+ years of sales experience, including at least 5 years leading high-performing sales teams.
• A proven record of consistently exceeding revenue goals in high-growth environments.
• Deep expertise hunting and closing new business across complex, multi-stakeholder organizations.
• Channel sales experience.
• Experience selling to ISVs, software providers, vertical SaaS companies, or similar platform businesses.
• Experience in fintech or payments. Experience in embedded finance and/or BNPL is a plus.
• A strong understanding of the SMB market and platform-based ecosystems.
• Demonstrated strength in coaching, team building, and performance management.
• A strategic, hands-on approach, with the ability to lead complex deals while building scalable sales processes.
• Excellent communication, negotiation, and relationship-building skills.

Responsibilities

• Lead, coach, and develop four Account Executives, creating clear accountability for performance while strengthening individual execution and team culture.
• Define and evolve Affir’s ISV go-to-market strategy, including where we focus, how we cover the market, and how we win and scale ISV partnerships.
• Own outcomes from opportunity creation through signature, integration, launch, and early merchant activation. Hold cross-functional partners accountable to shared milestones and resolve escalations.
• Lead strategic platform opportunities and complex negotiations, building executive relationships, setting the narrative, surfacing risks early, and helping the team navigate multi-stakeholder deals.
• Bring rigor to prospecting, pipeline management, forecasting, and deal strategy to improve execution and accelerate growth.
• Represent the platform ecosystem internally, bringing partner insights, merchant needs, and competitive trends into commercial strategy, product development, and roadmap decisions.
• Own talent planning, hiring, and team calibration to build and sustain a high-performing sales organization.

Skills

Sales leadership

Channel sales

ISV partnerships

Fintech / payments

Strategic selling

Negotiation

Executive relationships

Job description

Affir is seeking a Director of Sales to lead four Account Executives focused on signing platform partnerships, including ISVs and SaaS providers, that expand Affir’s reach with SMB merchants. Reporting to the Senior Director, ISV Partnerships, you will shape our high-velocity sales motion, build executive relationships, lead complex opportunities, and translate strategy into measurable results.

This role demands a proven record of exceeding revenue goals, deep experience selling to